Saturday, September 21, 2013

Tips to Profitably Restructure Your Sales Team

The economic downturn is a reality; but with a focused sales approach, you have a unique opportunity to gain market share and remain profitable. These turbulent economic and market conditions are creating an ideal environment for business leaders committed to creating a more focused sales approach, maximizing their return on investment and capturing market opportunities.

Leaders know that the key to thriving during these times is designing a disciplined sales force based on well thought out sales strategies, mindsets, and processes. When the best option to strengthening your sales team is to restructure a sales organization, you must draw on the power of personal discipline to make objective decisions.


Be diligent in defining your sales strategies and aligning each member of the sales team to those strategies. Don’t waste time and resources guessing if you’re making the right decisions. We’ve identified 19 different aspects about sales strategies that are core as you hire, coach and direct your sales team. An objective assessment is the most effective way to learn which sales people will generate revenue based on your strategic objectives. In these economic conditions, you can only afford to retain salespeople who will successfully sell your product or service in your target market with your pricing strategy.

Evaluate each salesperson you currently employ to determine who can be successful in your selling environment, which can be trained and coached to be successful, and who will only tie up your resources without a positive return if retained. Your profile, based on these 19 variations, should over lay all hire/fire decisions.


For example, the motto of one of my clients is, “Adversity nurtures creativity.” He knows that leaders set the pace and the tone of a company. You are being observed by your staff all of the time. They take their cues on how to think, feel and act from you.